Sharing the spoils or spoiling the share? Following the launch of their Sales and Procurement Research in 2012, Anderson and David have written an article for the SAMA magazine, “Velocity”. This features best practice in strategic account management. SAMA is one of the key communities of businesses that manage very significant strategic accounts. You can … Read more
Following the success of our Birmingham open Selling to Procurement Workshop , we are running a second workshop on May 23rd in central London. For those of you in sales who regularly meet with buyers / procurement, this 1 day workshop will really help you to understand the strategies and tactics used by the function. … Read more
Congratulations to the participants of our first ever open selling to procurement workshop that took place in Birmingham on the 4th December. There were some excellent discussions around the role of procurement at client accounts and we used 3 key models to help understand this. Our aim was to show that not all procurement … Read more
Hopefully by now you had chance to look at our recent Selling to Procurement research. Judging by the feedback we received, this definitely touched a nerve and we have had many requests to deliver workshops in house for clients. This has prompted us to develop two programmes for clients: Selling to Procurement Workshop A 2 … Read more
Our workshop to share our Selling to Procurement research is confirmed for December 4th 2012, to be held in central Birmingham. Following on from the research, we decided that it was critical to help our clients better manage the relationship with professional buyers. This will be a great opportunity to find out what the implications of … Read more
Our client research, carried out in July 2012, has revealed that less than 1/3 of sales people enjoy their relationship with procurement. Furthermore, 88% of the sales people in our survey reported an increase in influence of procurement at their accounts. And with the ability to create client “lock in” declining from 51% to 43% … Read more
Many thanks to those of you who took part in the S2P research recently. The report is nearly finished and we’ll release it in September. It shows several clear areas where sales people can up their game to engage more effectively with procurement. We’ll be running an executive workshop on S2P in November for those … Read more
David Atkinson has written a really interesting article about how the procurement function sees sales people. You can accesss it here http://www.fourpillars.co/how-procurement-sees-the-sales-profession/ We will shortly be publishing the results of our “selling to procurement” survey – watch this space!
Selling to procurement: How good are we? Selling Interactions is very proud to be collaborating with Four Pillars, a specialist consulting focusing on strategic relationship management. For any sales professional, this is a critical area, as it affects profoundly the possibilities we can achieve in our dealings with customers. Four Pillars ran a research study … Read more
Selling Interactions and Four Pillars Consulting will soon be doing research into sales organisation’s knowledge of procurement methods. Watch this space for more news and we would love it if you would participate in the research